Comments on: Be careful what you promise http://www.joncolier.com/2009/04/02/be-careful-what-you-promise/ Website dedicated to helping you achieve your entrepreneurial success. Mon, 06 Jun 2011 02:09:03 +0000 hourly 1 http://wordpress.org/?v=3.1.3 By: Kris McInerny (NotesFromKris) http://www.joncolier.com/2009/04/02/be-careful-what-you-promise/comment-page-1/#comment-46 Kris McInerny (NotesFromKris) Tue, 21 Apr 2009 12:51:03 +0000 http://www.joncolier.com/?p=125#comment-46 My boss (lead sales) usually takes me (Operations Manager - read into - inthetrenches) on warm sales calls to ensure that he's not overpromising. 80% of them are sold when I'm there. One of the best things I've learned is to get to the root of their request. Yes, we can certainly give them what they're asking for, but will they be satisfied with the end result? Ask leading questions like 1) when a customer leaves your presence, (a) what do you want them to walk away with? (b) what action do you want them to take? 2) where do you see your company a year from now? 3) what will make this _______ fail? 4) who are the decision makers? who are the influencers? 5) who pays your bills? apoligize and tell them it's still business... 6) how often would they like an update? -- create a weekly or monthly meeting NO MATTER WHAT - the more you are in front of them telling them the truth/status - the more likely you are to succeed. There's more, but I digress...be true be realistic set milestones and you will get there. I like your blogs! Inspiring! My boss (lead sales) usually takes me (Operations Manager – read into – inthetrenches) on warm sales calls to ensure that he’s not overpromising. 80% of them are sold when I’m there.

One of the best things I’ve learned is to get to the root of their request. Yes, we can certainly give them what they’re asking for, but will they be satisfied with the end result? Ask leading questions like

1) when a customer leaves your presence, (a) what do you want them to walk away with? (b) what action do you want them to take?

2) where do you see your company a year from now?

3) what will make this _______ fail?

4) who are the decision makers? who are the influencers?

5) who pays your bills? apoligize and tell them it’s still business…

6) how often would they like an update? — create a weekly or monthly meeting NO MATTER WHAT – the more you are in front of them telling them the truth/status – the more likely you are to succeed.

There’s more, but I digress…be true be realistic set milestones and you will get there. I like your blogs! Inspiring!

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